Somebody Registers at Your Website - Now What?

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Services for Real Estate Pros with First SEO Consultants

Many times I have seen real estate agents, or agencies that capture many leads in their virtual office website (VOW) and then, time and time again, many leads go cold, or the person that has registered buys or lists through another agent.  This happens all the time - how frustrating!!!

Here are 3 easy steps to help you increase your conversion rates from website registrations (in your VOW) to actual deals:

  1. Call them immeidately  - waste no time (put a disclaimer on your website allowing you to contact them by phone if they register on your website) - so not be intrusive or pushy - just thank them for signing up and let them know you are there to help
  2. Send them a personal welcome email - mention their name, where they are looking to buy, and the type of property they are interested in - everything else can be pretty generic
  3. write them a person note card (if you have their address from the VOW sign-up, otherwise get it from them over the phone politely) - most agencies have little 3x5 cards you can send, it not go pick up a box of Crane cards with envelopes - and once again write something short and sweet that they will actually read - pop in your business cards as well

Amazingly I have seen something as simple as this increase conversion rates by 10%.  Stop leaving money on the table.

I hope this brought some insight to somebody :o)

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Rainmaker
206,149
Chris Tesch
RE/MAX Bryan-College Station - College Station, TX
College Station, Texas Real Estate
Michael, good suggestions, but also many newbies need to realize that these people have been on several website usually and may already be working with an agent.  I get about 20 leads a day and only 2-3 closed deals a month from the 600 plus leads per month I generate despite having my assistant call them immediately and having an email follow up program.
Jun 14, 2007 10:17 AM #1
Rainer
1,232
Chuck Tuttle
Residential Realty Advisors, Tuttle Team - Centerville, MA
This is too true Michael - great advice as usual
Jun 14, 2007 11:12 AM #2
Ambassador
918,797
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate
We call and do NOT leave our number until the 3rd try and different times of the day. Voice mails messages for leads are a waste. ( in my opinion)
Jun 14, 2007 03:01 PM #3
Rainmaker
310,483
Jared Hokanson
Hokanson Realty & Jared Realty Group - Medford, OR
Your Home Sold, GUARANTEED!*

Michael,

Thanks for the reminders!  Great for business building and getting deals closed

Jun 14, 2007 05:42 PM #5
Rainer
85,511
Bobby Carroll
Dakno Marketing - Clayton, NC
Real Estate Marketing

Michael,

I'm with you. While I understand Realtors must manage their time wisely and be selective about the quality of a lead, I'm amazed how often leads come in and no action is taken or days go by before contact is initiated. Everyone knows site visitors usually contact multiple agents to request information. As you correctly advise, when you receive that lead, respond immediately. Typically, the first agent to respond wins the day!

Good practical advice!

Bobby

Jun 15, 2007 12:20 AM #6
Rainer
3,336
Kate Stenson-Lunt
Nuances Home Staging Company - Falmouth, MA
Eastern MA Home Staging
So simple even a caveman can do it, right? Thanks for the info Michael
Jun 15, 2007 08:50 AM #7
Rainmaker
57,925
Diana Corcoran
Berkshire Hathaway Home Services Hudson Valley Properties - Rhinebeck, NY
Rhinebeck Real Estate
Great advice.  I am just beginning to get leads on my site and have taken your suggestions seriously.
Jun 15, 2007 09:59 AM #8
Rainer
20,950
Tracy Thrower Conyers
Silicon Beach Properties • KW - Venice, CA
buy. sell. lease. residential in silicon beach.
Consider asking in your registration form whether it is okay to contact a prospect by phone.  Honoring his or her request is what will increase your conversion rate.  Why waste your time chasing anybody who might not be ready for direct contact? 
Jun 15, 2007 01:51 PM #9
Rainer
40,647
KRISTINE CROWE
COLDWELL BANKER RESIDENTIAL BROKERAGE - Dundalk, MD
I have better success contacting them via email, then phone. I find that people find the phone calls too obtrusive.
Jun 16, 2007 01:07 AM #10
Anonymous
Homebin Realty

You can increase conversion with periodic e-mails sent to registrant of new homes like what we've tried at www.homebin.com - there are of course many facets to making that work, but at a high level, you might look into that.

Sep 21, 2008 08:10 AM #11
Rainer
24,603
Keith Pound
EXIT REALTY CRUTCHER - Louisville, KY
Realtor, Auctioneer - Louisville, KY - 502-645-5950

I have changed my website to captive leads and trying to work on the best way to increase conversion, these ideas could help

Feb 04, 2009 12:30 PM #12
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Michael Thomas

Real Estate Website Optimization
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